Digital Native Go-to-Market (GTM) Leader

The role

This leadership role sits within the go-to-market organization and targets high-growth digital native customers, from late-stage startups to cloud-born enterprises. The leader builds repeatable worldwide sales motions, partners with sales and pre-sales on account strategy, and serves as a technical voice to engineering executives. The position also feeds customer needs back into product and ecosystem partner efforts.

What you would do

• Design repeatable global sales motions tailored to digital native buyers
• Partner with sales and pre-sales to shape account-level technical plans and programs
• Engage directly with priority accounts and influence decision makers in major deals
• Advise CTOs and engineering leaders on setting up modern data and AI infrastructure
• Use open-source knowledge to frame the platform's value against build-in-house thinking
• Coordinate with partner, ISV, and data marketplace teams to grow ecosystem adoption
• Produce thought leadership through technical articles, community work, and conference talks
• Represent digital native customer requirements to product and engineering teams

What they asked for

• Hands-on depth with the Databricks platform and the wider data and AI landscape
• Practical experience building AI systems such as MLOps pipelines, generative AI apps, or predictive models
• 10+ years of experience, including substantial time in leadership within digital native companies
• Strong grasp of open-source data projects and how they fit with commercial platforms
• Track record of building scalable, structured go-to-market programs across regions
• Ability to speak credibly with engineers and senior executives alike
• Comfort operating in fast-moving, ambiguous settings across cross-functional teams